B2B Research & Insights

What market forces are driving change today? Ironpaper shares stats, insights, analysis, and survey reports that help guide B2B marketing and sales strategy for an ever-changing world. 

Interested in a deep dive into marketing and sales strategies? Our B2B Glossary is a great resource for discovering how tactics and strategies stack up against each other. 

VANTAGE POINT

2026: Conflict in Need of Perspective

 
 
2026 is being defined by tension rather than stability.
 
This tension affects all levels of society and shapes it. Political division isn’t the only form of tension. Economic uncertainty, global conflict, and risk-driven paralysis disrupt business cycles in palpable ways.
 
Confidence is low. Many companies now plan for the short term. Leaders must act despite warning signs. Fear and uncertainty shape operations, investments, and decisions.
 
Zooming out, complexity now constrains business. Firms face more data, technology, regulations, and processes than ever. Systems meant for control often stall momentum. Strategy yields to reaction, producing cautious, fragmented, delayed decisions.
 
In 2026, companies that act with clarity and a distinct perspective will lead. Clarity, not mere stability, is the key advantage. Moving decisively while others hesitate will drive growth.  
 
Perspective helps organizations cut through noise, viewing conflict as context rather than chaos. It enables leaders to distinguish between what matters and distractions, and between urgency and importance. Successful organizations will simplify their message, clarify their value, and focus on the problems they are best equipped to solve.
 
Growth in 2026 and beyond will come from intentional action—aligning with buyer needs and communicating a clear, focused perspective.

 

Market forces at play
  • Persistent geopolitical and political tension shape buyer confidence

  • Economic signals conflict, shortening planning horizons

  • Complexity constrains execution across data, tech, and regulation

  • Decision-making slows under risk, scrutiny, and internal process

  • AI and automation offer incredible possibilities while creating a wave of sloppy content and noise

  • Workforce caution replaces engagement amid constant change

  • Clarity and perspective emerge as competitive advantages

SIGNIFICANT INFLUENCERS

8.1%

Only 8.1% of B2B leaders felt their messaging was ”very effective.”

43%

B2B companies said the fact that the needs of buyers are evolving, forcing us to change the way we communicate is impacting their ability to generate revenue.

56%

B2B companies report they generate enough qualified leads. A need to engage and nurture leads is a greater concern.

For a collection of trends and stats based on Ironpaper's recent research, see: B2B marketing statistics page.

IRONPAPER STATS

What is the single biggest challenge with nurturing leads?

Successful lead generation strategies according to B2B decision-makers

Where U.S. B2B decision-makers reallocated their in-person event budget in March 2021

What changes are impacting your company’s ability to generate revenue?

What Challenges Do You Face as a People Manager? (Respondents could select up to three responses).

What is your company's commitment to evolving the marketing and sales process to incorporate advanced digital tools?

When you set goals with/for direct reports, what is the biggest challenge?

Ironpaper is a B2B agency that helps companies accelerate results with marketing and sales.

Ironpaper is a growth agency. We build marketing and sales programs for B2B companies. We improve how companies attract, convert, educate, and inspire ideal buyers. 

We bring an integrated set of capabilities to accelerate growth.